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Orientation Is Not Salesperson Onboarding

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Views: 22530

Orientation and onboarding are often used as synonyms. In this episode of the Sales Management Minute, learn the difference between these and how to get your new salespeople up to speed fast.

Executives often use the words “orientation” and “onboarding” as synonyms. Unfortunately, when doing so, they are saying they don’t have much of a program in place to get their new salespeople up to speed.

Orientation is a part of onboarding. Orientation is about new-hire paperwork completed, the office set-up and introductions to the staff. Orientation is a key part of onboarding, but it is just the start of it.

Executives often think they hire great salespeople. They don’t. They hire those salespeople with the potential to be great in a sales role for the company. That potential is only recognized when a structured onboarding program is in place. That development program should be tailored to guide the salespeople to apply their skills in their assigned sales role. Without onboarding, the investment made in this new salesperson won’t produce a high rate of return.

If you aren’t happy with how long it takes new salespeople to get up to speed or the performance level of your tenured ones, the question to ask is… Do you have an orientation or an onboarding program?

See you next time on the Sales Management Minute.

Lee B. Salz is a leading sales management strategist specializing in helping companies build scalable, high-performance sales organizations through hiring the right salespeople, effectively onboarding them, and aligning their sales activities with business objectives through process, metrics and compensation. He is the Founder and CEO of Sales Architects, Business Expert Webinars and The Revenue Accelerator. Lee has authored several books including award-winning,  best-seller “Hire Right, Higher Profits.” He is a results-driven sales management consultant and a passionate, dynamic speaker . Lee can be reached at lsalz@SalesArchitects.net or 763.416.4321.